New Material pt.1 Flashcards

1
Q

Define and provide an example of an objection

A

Objection: A concern or a question raised by the buyer; doesn’t have to be in question format

ex.) I have no money

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2
Q

We discussed common objections related to six topics. List them and provide an example for each

A

Needs
I do not need the product or service

Product
I need more information

Price
I have no money

Source
I don’t like your company

Time
I’m not interested today

Other
We have no room for your line

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3
Q

Using a cost/benefit framework, at which point will a customer be inclined to purchase from you?

A

If benefits outweigh costs, the decision will be to buy.

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4
Q

What are two things to do when faced with an objection? What are two things not to do when facing objections?

A

Welcome the objection – don’t hide from it, bring it out

Be sincere about answering them. Be too blunt.

Don’t:
be defensive.
Argue.

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5
Q

What is forestalling and how is it beneficial? Provide an example of forestalling in a sales presentation

A

Forestall – provide information ahead of time to prevent objections – perhaps even mention during presentation

ex.) I know it is a little more expensive, but let me tell you about the features that our product has compared to others.

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6
Q

What are three things you can do when dealing with a difficult customer?

A

Be calm
Be open
Be honest

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7
Q

Define and provide an example of the following responses to objections: direct denial, indirect denial, compensation method, referral method, revisit method, acknowledge method, and postpone method

A

Direct Denial: salesperson makes a relatively strong statement to indicate the error the prospect has made
Ex: I’m surprised your firm is still in business. Weren’t they under investigation for fraud last year? → not true

Indirect Denial: Salesperson denies the objection but attempts to soften the response
Ex: Your products break down more often than those of most of your major competitors → maybe in the past, but not anymore

Compensation Method: Acknowledging objections’ validity and then showing any compensating advantages
Ex: Your product doesn’t do everything Company X’s does → true and that’s why we are 25% cheaper

Referral Method: Relating how other found initial opinions to be unfounded after they tried the product
Ex: I can see how you feel…others felt the same way…yet they found…

Revisit Method: Salesperson turns the objection into a reason for buying
Ex: buyer mentions problem, you turn into a solution

Acknowledge Method: Salesperson lets the buyer talk, acknowledges it and moves on to another topic after a pause
Ex.) Hey, look a squirrel, hope to never bring it up again.

Postpone Method: Buyer raises an objection which salesperson would prefer to answer later
Ex: Can we take this off-line?” – not just in sales – when manager is pisses
- Seek permission to answer question after presentation

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8
Q

When dealing with price as an objection, what should your first response not be? What is the two-step approach to establishing value?

A

First response should not be to lower the price

Two-Step Approach: look at the objection from the customer’s viewpoint
Sell value and quality rather than the price

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9
Q

What are three goals of closing?

A

To help the buyer solve real problems, not just to sell your merchandise

To increase credibility

To meet your goals
Though this is a SECONDARY goal – customer’s needs first!

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10
Q

What do you study prior to determining your price?

A

Competitor’s offerings
Value delivered by the product or service
Cost of providing the product or service

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11
Q

Define the following salesperson styles: aggressive, submissive, and assertive.

A

Aggressive: Control the sales interaction but fail to gain commitment

Submissive: Excel as socializers but rarely try to obtain commitment

Assertive: Self-confident and positive
Assertive comes with experience

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12
Q

List, define, and provide an example of each of the four effective methods for closing we discussed in class.

A

Direct request method- Asking the buyer for commitment
ex.) Do we have a deal?

Benefit summary method- Reminding the buyer on the agreed-on benefits of the proposal
ex.) Remember that we will give you 5 new products a year and give you a discount price.

Balance sheet method- Helping prospects who cannot make a decision, even when the reason for their behavior is not apparent
ex.) Writing down pros and cons. Of course more pros

Probing method- Using a series of probing questions to discover the reason for the hesitation.

ex.) In your opinion, does what I’m offering solve the problem?

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13
Q

List and provide an example for three of the traditional (“sales-y”) closing methods we discussed in class

A

Assumptive close: seller begins the paperwork before the sale is closed, or fills it out while buyer answers questions

standing-room-only close: seller focuses on the negative side of waiting, saying that the product the buyer wants will be sold to someone else

Emotional close: get personal…too personal (“I’ll lose my job”, “my kids won’t eat”)

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14
Q

What are three components of an action plan?

A
  • Review what you will do next
  • what the customer will do next
  • When you will meet again
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15
Q

Define negotiations. What is an example of a minor issue and a major issue that might come up in a negotiation?

A

Negotiation: Bargaining process through which buyers and sellers resolve areas of conflict and arrive at agreements

Minor issues - Who should attend future meetings
Major issues - Cost per unit or exclusive purchase agreements

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16
Q

Define opening price, target price, and maximum price.

A

Opening- Price you start out with

Target position: What a company hopes to achieve at the negotiation session

Maximum position: Absolute maximum level of acceptance

17
Q

Draw the pricing positions of buyers and sellers, including opening price, target price, and maximum price

A
  • sellers min price
  • buyers opening price
  • buyers target price
  • sellers target price
  • sellers opening price
  • buyers maximum price